Pre Call
The form you use for a FTV
Pre Call form
First step of Rapport & Discovery
Set the agenda
what does POP stand for
Price Of Pain
Rays favorite Baseball Team
Yankees
With a non programmer what step to you skip with the VSS process?
Explore & Identify Pain
First step of the Pre call form
Research Company
Second step of Rapport & Discovery
-/+ Bias
How do you set the requirement. (script)
Is it important that whatever company you choose has X
What City did Donavan move from
Edmonton
After Rapport and Discovery what is the next step in VSS
Explore and identify Pain
What are you trying to identify from the pre call
Buying Motives and Business objectives
Third step of Rapport & Discovery
Validate Decision maker
How do you probe for shortages
What happens when an employee turns in 5 shirts and 5 pants but only gets back
4 shirts or 4 pants, so they are missing one?
Does the employee wear the same dirty shirt or dirty pant for 2 days in a row?
• Does your current supplier run out specials, meaning the driver runs out a new
shirt or pant that day?
Does the driver credit your account for the missing shirt and/or pant for the week?
Exactly how does your current company handle that?
Who is better? Batman or Spiderman
Spiderman
what do you ask for after very close
Referrals
What are 3 things you should have available on the pre call form
3 References
What you use on every FTV
Vestro
What do I say all the time about Explore & Identify Pain
No Pain no change
Goal Scoring leader in the NHL this year
Leon Draisaitl (52)
WPS sells by what?
Zones
Where can you find a pre call form
Vestis Nation New Sales Tab.
Last step of Rapport & Discovery
Gain Access Tour
Last step in Explore & Identify Pain
Summarize and Trail Close
How many NFL teams have never won a Super Bowl
12
What is the number 1 rule in sales
Never have dragon breath.